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In business, relationships are everything. These hacks help you build them.

By Shelly Lombard, Founder, Schmooze


At 7:00 pm, I’d be sitting at my desk on the junk bond trading floor at my bank.


The guy who ran the department was a personable guy and a great dealmaker. He also happened to value what’s called “face time”. In other words, he wanted to see your face, at your desk, as much as possible. So, he’d walk around the trading floor in the evenings to see who was still working.


Hundreds of people reported to him. But even though I was new, he knew me by name. That’s because, after the bank that I worked for merged with his bank, everyone who was a vice president or above, was called into a meeting to get a team pep talk from him. Out of hundreds of employees in the room, I think I was the only person of color in the entire room. So, when he saw me in the elevator or at my desk, he’d greet me with a big “Hi Shelly!” I’d smile, say hi, put my head down and keep working.


I’m a shy introvert. I’m also the first generation in my family to work in corporate America. My parents, who were both teachers, told me to go to college. Then when I got a job, it was understood that I’d work hard and do impeccable work. Nobody ever mentioned the importance of networking and building relationships. With your peers. With senior people at your firm. With potential clients. With people in your industry. And of course, no one told me how to do it either.


The top guy made it a point to try to connect with me. I just had no idea how to turn that into a relationship. His mentorship or sponsorship would have changed the trajectory of my career.

 

I founded Schmooze to encourage, coach, and help women to do what I didn’t or couldn’t. Schmooze members have access to Mini Masterclasses on specific topics around building business relationships, like “Creating the Network You Need for the Role You Want” and “How to Build Your Network Inside Your Company”.


Schmooze also hosts events like “Manicures, Massages, and Margaritas” and coffee or spirit tastings. Think of these as an alternative to the golf outings and sports tickets that men use to connect with each other. And that their companies pay for!


I interview women who have super successful careers and businesses, thanks to being intentional about building a strong network of business relationships. (The Schmooze newsletter is available on LinkedIn.) Here are a few things that I’ve learned from those women about initiating business relationships.


  1. Curiosity is a relationship hack. Many of the women I interview talk about connecting with a senior person because they were curious enough to ask questions about the company, its goals, the projects that person’s department was working on, and what they could do in their own roles to add value. One woman was curious about a tech project that a senior person was working on. She invited him to coffee and spent the time asking him about the project. Their relationship developed organically. He ended up hiring her for her first tech job, even though she had no tech background! I could have connected with that senior junk bond guy by simply asking him about deals the bank was working on, which was his favorite topic.


  2. Take every opportunity to meet and interact with people outside of your area of expertise or department. An interdepartmental project is a perfect chance to do that. I was the second in command in my department when my bank merged with the other bank. I should have made it my business to go meet and connect with the people in other departments that would now be interacting with mine. You need allies everywhere. As one woman I interviewed said, networking internally can help you keep your job.


  3. Become known for being a resource. I interviewed a woman who retired as a partner from an elite investment bank. Even though she was in a very small, niche department, she started sending out an email about trends in her world that impacted other departments. She built an amazing network. People asked her to join their client calls. She became a person who got tapped on the shoulder and offered new roles in the firm.


Relationships close gaps between where you’re in your career and where you want to be, whether that’s a promotion, new job, career pivot, or corporate board role. For great advice on building business relationships, subscribe to the Schmooze newsletter. And to take Mini Masterclasses with truly excellent executive coaches (like Danielle!), become a member of Schmooze. Go to schmooze.biz and use the discount code “70126” to get a free 3 month trial membership.


 

Shelly Lombard

Shelly Lombard worked on Wall Street for over 35 years. When she began her career, she was one of only a handful of women who specialized in investing in distressed companies. From 2003 to 2010, Shelly was one of the most quoted automotive analysts on Wall Street, frequently appearing in the New York Times, the Wall Street Journal, and on CNBC.


After her Wall Street career, Shelly began serving on corporate boards, including the board of Bed Bath & Beyond. Shelly recently launched Schmooze, which supports and encourages professional women to build their network of business relationships in order to close the gap between where they are and the career goals they want. Schmooze offers mini master classes in networking. And it hosts Schmooze events that are an alternative to the golf outings and sports tickets that men use to network, and that are paid for by their companies.

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